So what steps do we take to NOT be VENDORS

So what steps do we take to NOT be VENDORS

Joyce Perrone

6/18/2004

After reading Mr. Howell's piece titled Cut the Crap - or something
along that line I found it interesting to see precious few offers on how
to raise up the O&P industry to a different level from that Little
Debbie snack distributor.

We often hear it from hospital systems to lower our prices. After going
through lengthy discussions - it always comes back to - yes, but what
is the discount. Then that purchasing agent leaves and I go thru the
same process again with the next agent. I figure it is our job to
educate these folks even it is just one at a time. I take information
they can READ and review. Believe me, I've seen OUR Colleagues give
totally unprofessional printed materials to agents including cock-eyed
photocopies, bad spelling and grammar, (use spell check!), information
JUST on price and NEVER clearly organized about what we really do and
why we are NOT the same as the guy who drops off toner. Of course they
don't look at it and just look at the PRICE. We need to educate and get
to the doctors, nurses, and therapists as our champions.

 Seriously - I would love to see postings as to WHAT each of us CAN DO.
And sending more PAC money is not the ultimate, in my view. I think it
may be a piece of the solution, but we still have work to do as
individuals.

 Here are some of my thoughts. Having been active as a medical practice
administrator, I came to O/P with a very different view. I ACTED like
someone who was an administrator for a MEDICAL practice. Not for Little
Debbie snacks.
Join MEDICAL organizations and serve on their committees. Start with
your states MGMA (Medical Group Management Assoc).
Go to www.mgma.org and find your state group. IN PA - I ultimately
served as PRESIDENT of that organization. I did a lot of work on the
education committees and worked side by side with other MEDICAL practice
administrators.
Get involved with the HOSPITAL based groups. Attend OTHER education
works - In Pittsburgh, we have PRHI (Pittsburgh regional healthcare
initiative) where the entire face of healthcare is getting changed.
Some of the brightest people are involved. But you can't get involved
unless you are actively reading and learning OUTSIDE of the field. Read
articles on Complexity Science as it applies to Healthcare --
www.plexusinstitute.com or on www.qualityhealthcare.com the James
Reason article on Diagnosis vulnerable system syndrome. Sounds like
heady, intellectual stuff - but if you don't want to be treated like a
VENDOR, then we have to raise ourselves up to the level of intellectual
capacity of the true professional.
And stop just giving in to price cuts. I bid on a contract and believe
it or not the company who said the most about NOT cutting price, went to
22% below medicare just to get the contract. To me, this shows total
laziness. There was no other creative way to sell themselves other than
price cutting. Compete creatively. Know what is really going on in
healthcare and be involved. How many of you know about your local
medical society? Do you sponsor any of their events? Do you SPEAK at
them? Write articles for their journals?
Let's all take it up about 10 notches and act like professionals.


Joyce J. Perrone
De La Torre O&P, Inc and Promise Consulting
300 Alpha Drive Pittsburgh PA 15238
ph: 412-599-1112 fax: 412-599-1130


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